Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable.
Now, internationally recognized sales strategist Jill Konrath tells you how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers.
Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules:
Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo.
Be invaluable: You have to stand out by being the person your customers can't live without.
Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs.
Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind.
SNAP Selling is the perfect guide for any seller in today's increasingly frenzied environment.
"SNAP Selling is a mission-critical tool for building lasting, profitable relationships. Jill goes far beyond defining a sales process by rolling up her sleeves to share specifics about what you absolutely must do to become indispensable to your customer." (Rick Pulito, vice president of sales, BI Worldwide)
"Sales organizations of tomorrow will need to be fundamentally different from today. SNAP Selling will not only radically change your thinking, it's one of those rare books that gives you actionable strategies, steps, and examples that differentiate your approach and ultimately the value of your offering. For the next generation sales force, this is a must read!" (Geoffrey Eitland, vice president sales, Staples, Inc.)
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OK sales book with some good take aways
What the heck did I just listen to?
- Todd Lemieux